Unisys’ focus on advocacy over the last two years has had a positive impact on client loyalty and business growth.
Some notable results include:
- Since 2017, the team has produced and posted 30 client videos and approximately 150 success stories to their website
- The Unisys Net Promoter Score (NPS) has increased from 43 in 2017 to 53 in 2019
- In 2018, Total Contract Value (TCV) for new logo business, which relies on strong client references, more than doubled from 2017
- After achieving year-over-year revenue growth for the first time in 15 years in 2018, Unisys believes it is on course to do just that again in 2019
It is no secret that client references are vital tools. To do it well requires a process that minimizes the time and effort needed from the account team, provides clients with a clear benefit, and makes it easy for them to say “yes.”
You can’t rely on just “leads and logos” to attract new clients anymore. It’s evolved to a lifecycle approach that highlights customer adoption, value, renewal, and success. Learn how ITSMA can help strengthen your foundation to build long-term customer success.